Managing Customer Profitability

Electrical distributors are aware that they lose money on a large number of their customers. The real problem is that distributors do not have the affordable tools for measuring their customers' profitability or directed action plans for improving it. This research creates a measurement system with procedures for managing and improving customer profitability.

  This report provides the following deliverables:
  • Easy-to-use Excel-based tool to measure customer profitability
  • Step-by-step measurement tool user's manual
  • Report on the nature of customer profitability relationships, key profit drivers, suggestions and scenarios for managing and improving profitability on target accounts

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  Primary Subject Area:

  Business Profitability
  Sales & Marketing 


  Prepared by:
  Profit Planning Group

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